PHOTO: Jeff Clarke, president of Travel Impressions and Michelle Fee, CEO and co-founder of Cruise Planners.

Jeffrey Clarke, president of Travel Impressions, leads one of the largest tour wholesalers in the country. I spoke with him to find out how travel agents can stay on top of Wave Season, use marketing and advertising to promote great deals, and create value-added experiences for their individual clients and group travelers.

Michelle Fee: What good advice would you give a travel agent for Wave Season?

Jeffrey Clarke: Since we’re a tour operator, we would definitely encourage adding value to any cruise with a pre- and post-package. Our wide-ranging portfolio includes a multitude of hotels located conveniently close to ports and pair well with air, transfers and must-see tours before they head out to sea. After the cruise, when following up, find out if they fell in love with any particular port. Often they do, and booking a restful return vacation — all-inclusive, of course — provides them with a way to get to know their new favorite destination better and more personally.

Fee: With all the promotions and deals, how can an agent stand out when marketing to his or her clients?

Clarke: They can do that by packaging competitive rates with convenient flights; expertly pairing ancillary services and the security of CFAR (cancel for any reason) insurance and travel experience; taking full advantage of Travel Impressions’ exclusive offers, [including] monthly, seasonal and annual promotions; and advertising their history of exceptional performance, from high sales and service standards to destination expertise and agency awards, recognitions and certifications. People continue to rely on travel agents for their experience and knowledge, so it’s important to emphasize the information that they can offer that no one else can.

Fee: How can a travel agent work closely with Travel Impressions’ business development managers?

Clarke: Our business development managers (BDMs) are here to help agents develop their business and act as partners to support their goals. That’s the attitude we have at Travel Impressions, which has helped us build the strong relationships that are our foundation. Our BDMs are available by phone or email, and have specialized in regions within the country. To find out who your BDM is, all you have to do is email sales@travimp.com.

Fee: What’s your best tip for selling an all-inclusive resort?

Clarke: The abundance of options, the little luxurious touches and details, the clear-cut value and convenience, the stunningly maintained grounds and facilities, the services available and service provided, the litany of daily activities, and the choice to do everything or nothing at all—these reasons help all-inclusive resorts sell themselves. This type of resort allows people to relax no matter what their vacation style is. And due to the popularity of all-inclusive packages, the traveler benefits because the properties continue to try to outdo themselves.

Fee: What is Travel Impression’s number-one destination and what does it offer your travelers?

Clarke: The Yucatan Peninsula is still going strong—Cancun, Riviera Maya, Cozumel, Isla Mujeres, Playa del Carmen — many people go here for the first time to find that it definitely won’t be the last. Golf courses overlooking some of the most beautiful water in the world, endless white-sand beaches, more luxurious all-inclusive resorts than you could ever imagine, a fantastic nightlife, world-class dining and amenities, outstanding fishing, monumental Mayan ruins, outrageous diving — the list just goes on and on.

Fee: If you were planning a family vacation, where would you choose to go and why?

Clarke: I always enjoy traveling with my family. Cancun is a family favorite, and the short flight and all-inclusive scene now hitting its golden era in Punta Cana makes the Dominican Republic a good choice as well. Another classic that’s easy to get to is Jamaica. We offer Dedicated Vacation Flights to all three destinations. On Mexico’s west coast, the arid climate of Los Cabos makes it a perfect year-round destination, and the amped-up recovery of the destination makes the time ripe for tourism. It’s back up on its feet and its famous nightlife is as active as ever, but not everyone knows that yet, which makes it crowd-free but service-rich.

To watch the Partnership Pow Wow video of Michelle Fee interviewing Jeffrey Clark on marketing resort vacations and more, please visit www.cruiseplannersfranchise.com/powwow.